Grow International Sales Organization

International Trade Resources Podcast

Today on the International Trade Resources Podcast, our host Kim Kirkendall is joined by Michel Nouafo to discuss growing international sales organizations. In this podcast he shares insights on key factors and best practices for building a world class sales organization to can drive sales, increase market share, and increase customer satisfaction.

We begin the episode talking about the stages companies go through when growing an international sales organization. The biggest challenge is that many companies don’t create a long-term strategy, but rather react as opportunities come their way. If you go into it with a plan, it makes growth that much easier. A key component to growth in a developing market is having a sales agent or representative in place to help implement the sales plan.

Michel explains how to recognize when it’s time to take each next step. One challenge to your growth can be the structure of your sales and distribution models. Sometimes the business model can be the reason you aren’t growing. Financial ROI, calculating risks, and resource analyses are key aspects to deciding whether or not to expand. Kim and Michel also touch on common challenges faced by businesses as they move through the growth stages and how to best overcome them.

Michel outlines why a company may want to move towards having “boots on the ground.” Those drivers include better control over your plan, increased sales, market intelligence, and providing technical support. Listen as they talk about the options companies have for expansion and how to ensure the investment is well placed.

Finally, Michel and Kim discuss how to measure success, including areas such as; running financial forecasts on expected sales, customer feedback on support, and meeting your anticipated margins. When you’re faced with difficult choices, as we often do in business, it can come down to whether you are profitable enough to sustain yourself through volatile sales cycles.

Unfortunately, not everyone has the experience to assess the opportunities and risks. Having tangible goals, long-term growth plans, and a metrics driven mindset are key components to setting up for success. Listen now for all this and more on the International Trade Resources Podcast!

Things you’ll learn

• The stages companies go through when growing an international sales organization.
• How to recognize when it’s time to take the next step.
• Measure success and return-on-investment.

Episode Sponsors:

Modifi:

www.modifi.com

Business Payments for Global Commerce

With MODIFI, Sellers get paid instantly, while their Buyers have the option to pay later. Flexibly. Digitally. All over the globe.

Acclime China:

https://china.acclime.com/

Corporate Services and full Accounting/CPA/Tax for China.

Website: www.intltraderesources.com

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Disclaimer: The content of this podcast is for informational purposes only and does not constitute legal or commercial advice. We provide no guarantee for the accuracy of the information provided. Reproduction or transmission of this podcast is strictly prohibited.